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CPQ Software


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Eos CPQ logo
 
Eos CPQ is a cloud-based configure price quote (CPQ) solution for businesses in industries such as distribution, manufacturing and e-commerce. Key features include product visualization, price quotations, CRM and ERP integration and... Read More
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Eos CPQ is a cloud-based configure price quote (CPQ) solution for businesses in industries such as distribution, manufacturing and e-commerce. Key features include product visualization, price quotations, CRM and ERP integration and... Read More
 
Apttus CPQ logo
 
Apttus Contract Management is a cloud-based and on-premise supply chain management (SCM) and configure price quote (CPQ) software designed for large companies in a variety of industries. It offers solutions in areas such as e-commerce... Read More
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Apttus Contract Management is a cloud-based and on-premise supply chain management (SCM) and configure price quote (CPQ) software designed for large companies in a variety of industries. It offers solutions in areas such as e-commerce... Read More
 
Configure One CPQ logo
 
Configure One CPQ is a cloud-based product configurator designed specifically for products that are configurable, customizable or have multiple options. The configurator solution is compatible with both large and small businesses.... Read More
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Configure One CPQ is a cloud-based product configurator designed specifically for products that are configurable, customizable or have multiple options. The configurator solution is compatible with both large and small businesses.... Read More
 
Infor SyteLine ERP logo
 
Infor SyteLine ERP is a mixed-mode application for engineer-to-order, configure-to-order, repetitive and service-based manufacturers. It’s suitable for companies in industries such as aerospace, metal fabrication, plastics and rubber... Read More
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Infor SyteLine ERP is a mixed-mode application for engineer-to-order, configure-to-order, repetitive and service-based manufacturers. It’s suitable for companies in industries such as aerospace, metal fabrication, plastics and rubber... Read More
 
Oracle Sales Cloud logo
 
Oracle Sales Cloud is a sales management application under Oracle’s umbrella of hosted customer experience (CX) products. An emphasis on modern interface design, simplified cloud-based implementation and a highly functional native... Read More
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Oracle Sales Cloud is a sales management application under Oracle’s umbrella of hosted customer experience (CX) products. An emphasis on modern interface design, simplified cloud-based implementation and a highly functional native... Read More

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Cincom CPQ logo
 
Cincom CPQ is a configure price quote (CPQ) solution built especially for manufacturing companies and other businesses offering complex products and services. Both cloud-based and on-premise deployment options are available. Key features... Read More
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Cincom CPQ is a configure price quote (CPQ) solution built especially for manufacturing companies and other businesses offering complex products and services. Both cloud-based and on-premise deployment options are available. Key features... Read More
 
Salesforce.com logo
 
The Salesforce cloud is an on-demand customer relationship management (CRM) suite offering applications for small, midsize and enterprise organizations, with a focus on sales and support. The Salesforce app has capabilities that... Read More
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The Salesforce cloud is an on-demand customer relationship management (CRM) suite offering applications for small, midsize and enterprise organizations, with a focus on sales and support. The Salesforce app has capabilities that... Read More
 
Epicor Manufacturing logo
 
Epicor ERP is a solution with functionality for accounting, inventory control, pre-production materials planning and manufacturing execution (MES). The system is delivered either on-premise, hosted or as a cloud-based software as a... Read More
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Epicor ERP is a solution with functionality for accounting, inventory control, pre-production materials planning and manufacturing execution (MES). The system is delivered either on-premise, hosted or as a cloud-based software as a... Read More
 
Epicor Mattec MES logo
 
Mattec MES by Epicor is a manufacturing execution system that is suited to plastic molders, repetitive manufacturers and those with an assembly process that involves multiple machines.  Mattec MES helps manufacturers monitor and... Read More
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Mattec MES by Epicor is a manufacturing execution system that is suited to plastic molders, repetitive manufacturers and those with an assembly process that involves multiple machines.  Mattec MES helps manufacturers monitor and... Read More
 
CIS Configurator logo
 
CIS Configurator is a cloud-based tool for large and midsize manufacturing businesses. It helps automate configuring, pricing and quote generation. It can operate as a standalone solution using its own SQL database or integrate with... Read More
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CIS Configurator is a cloud-based tool for large and midsize manufacturing businesses. It helps automate configuring, pricing and quote generation. It can operate as a standalone solution using its own SQL database or integrate with... Read More

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ProfitFab ERP logo
 
ProfitFab from Micro Concepts & Solutions is a manufacturing resource planning system designed to help businesses manage their orders, create quotes, assess jobs and inventory and draw detailed reports within a comprehensive, server-based... Read More
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ProfitFab from Micro Concepts & Solutions is a manufacturing resource planning system designed to help businesses manage their orders, create quotes, assess jobs and inventory and draw detailed reports within a comprehensive, server-based... Read More
 
Infor Process Manufacturing Essentials logo
 
Infor Process Manufacturing Essentials Software is an integrated system designed to specially address the management and automation needs of process manufacturers. Infor Process Essentials is a full software suite that includes functionality... Read More
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Infor Process Manufacturing Essentials Software is an integrated system designed to specially address the management and automation needs of process manufacturers. Infor Process Essentials is a full software suite that includes functionality... Read More
 
Infor CPQ logo
 
Infor CPQ (Configure Price Quote) offers industry-specific functionality to manufacturers and distributors in verticals such as aerospace, fashion, furniture, agricultural equipment, doors and windows, and more; it allows an entire... Read More
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Infor CPQ (Configure Price Quote) offers industry-specific functionality to manufacturers and distributors in verticals such as aerospace, fashion, furniture, agricultural equipment, doors and windows, and more; it allows an entire... Read More
 
Infor CPQ logo
 
Infor CPQ (Configure Price Quote) offers industry-specific functionality to manufacturers and distributors in verticals such as aerospace, fashion, furniture, agricultural equipment, doors and windows, and more; it allows an entire... Read More
Rating: No reviews
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Infor CPQ (Configure Price Quote) offers industry-specific functionality to manufacturers and distributors in verticals such as aerospace, fashion, furniture, agricultural equipment, doors and windows, and more; it allows an entire... Read More

 

Buyer's Guide

by Andrew Friedenthal,
Market Research Associate
Last Updated: October 20, 2017


These days, business clients expect instant price estimates when they contact manufacturers for quotes. Providing a quote upon initial inquiry has now become much more streamlined and is no longer a significant bottleneck in the sales cycle. This is due in part to the rise of configure-price-quote (CPQ) software.

We’ve created this guide to help you understand what CPQ software is and how it can benefit your business. In this guide, we’ll cover:

(Click on a link below to jump to that section.)

What Is CPQ Software?
Common Features of CPQ Solutions
What Type of Buyer Are You?
Pricing Models

What Is CPQ Software?

CPQ software is used by sales professionals to provide cost estimates for custom orders, often in the context of a built-to-order manufacturing operation. With a CPQ solution, a salesperson can use requirements, order volume and other details from the client to generate an estimate on the spot. It is critical for streamlining the sales process and ensuring that sales prospects do not fall through the cracks because they did not receive a prompt estimate.

CPQ software often integrates with a manufacturer’s customer relationship management (CRM) system, and in some cases with their material requirements planning (MRP) system, further streamlining the sales-to-manufacturing process. In other situations, the CPQ solution might be one module within a broader CRM or MRP suite.

Common Features of CPQ Solutions

Although each system is likely to have its own unique characteristics that may make it a better or worse fit for your business, there are a handful of core features common to most CPQ solutions. In the table below, we take a look at those common features you’ll find in most products:

Analytics Provides detailed reports and data, typically in a dashboard format, of sales KPIs and other business metrics of how the CPQ system has been used in the past. Some platforms can do forecasting or other predictive analytics to gauge what future sales and configurations will be like.
Guided selling Sales professionals can easily find suitable products automatically, based on the client’s needs and requirements.
Price and quote The core feature of a CPQ system, price and quote sets the price based on a client’s requirements and delivers the quote to the client.
Renewal management Assists sales professionals in maintaining standing orders or renewed orders with their clients.
Product configuration Allows businesses to set logic rules for how products can be configured and what degree of customization a customer can choose.
Mobile compatibility Many CPQ platforms offer mobile compatible apps for sales professionals that are on the go. These apps are usually just as fully featured as their desktop counterparts.

Salesforce Steelbrick price quoting on iPad

Salesforce Steelbrick price quoting on iPad. Source: SteelBrick.com

What Type Of Buyer Are You?

CPQ software is most often used by midsize and larger organizations with extensive product lines or those that offer a large degree of customization for customers when ordering.

The types of businesses most likely to deploy a CPQ solution usually have large sales teams who must be continuously kept in the loop about product changes and development. CPQ software is also used by sales teams that have trouble managing and neatly organizing a large volume of custom sales orders and inquiries.

That said, smaller businesses that are growing rapidly may wish to deploy CPQ software, as it can give them a competitive edge by enabling them to quickly turn around price quotes back to customers.

Pricing Models

Most modern CPQ systems are cloud-based and typically priced as a monthly subscription, based on the size of the buyer's business or the number of named users. The advantages of cloud-based systems include:

  • Easier deployment (since the software is accessed online, rather than installed on the users' own local servers)
  • Shorter implementation time (for the same reason)
  • Automatic updates pushed out by the vendor (rather than the user having to install updates themselves manually)

However, some CPQ software vendors might offer CPQ software that is hosted on-premise and priced as a perpetual license. Typically with perpetual licenses, however, annual fees for support and maintenance still apply.

There are benefits and drawbacks to both pricing models. Smaller organizations tend to be attracted to the lower upfront costs associated with monthly subscriptions.

However, be aware that the total cost of ownership (TCO) of subscription-based products tends to converge with that of perpetual license-based products over time. While you'll pay less upfront for a subscription, the subscription fee recurs monthly, whereas with a perpetual license, recuring fees are much lower and tend to be less frequent (e.g. annual fees for maintenance or upgrades). Check out our TCO calculator tool to learn more or compare costs of specific products.

 

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